Most customers are only focused on WII-FM – what’s in it for me. To truly give your customer something to chew on that brings value to them, do you provide them with evidence and provable outcomes? So many customers are focused primarily on price. What is important is to differentiate you and the value you bring with this thing called evidence. When you demonstrate how you can save them money, add true value they care about, and why your proof of the value you bring is important to them, only then can you set yourself apart from your competition.

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Top Takeaways

Find out how to uncover the evidence you need to differentiate you

Discover how to mine your approach for provable outcomes that actually save money or bring value your customer cares about

Learn the key “must do’s” in the business volume to convey your value proposition

Target Audience

This session delivers actionable data that anyone who builds proposals, business relationships and communication with their customers that anyone can use.

Presenters

Marsha Lindquist
President
Granite Leadership Strategies, Inc.

Marsha Lindquist is an experienced price proposal manager & expert in pricing strategy. Marsha has built a tradition of quality consulting to Government contractors for over 30 years and is adept in persuasive pricing that wins. Ms. Lindquist has achieved the distinguished title of NCMA Fellow & APMP Practitioner.

Mark Wigginton
Regional Vice President
Shipley Associates

Mark Wigginton started helping clients understand the value of his solutions on his paper route for the Gainesville Sun. Today he helps his clients extricate their proposals from “the vast sea of sameness” by focusing on value. He speaks regularly at APMP chapter events and international conferences.